Mon.Apr 08, 2024

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How to boost sales strategy with a deal desk


A deal desk introduces a new approach to managing deals. This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it! Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to

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Spearfishing vs shotgun

Sales 2.0

I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account? When thinking of this payoff I recommend thinking of lifetime value (in terms of profit ideally not just revenue.

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Improve Your Email Prospecting with the HERO Framework

SBI Growth

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

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Creating a Culture of Continuous Improvement Through AI and Communication

Sales and Marketing Management

AI-driven project management tools can be used to enhance your operations and embrace a culture of continuous improvement. The post Creating a Culture of Continuous Improvement Through AI and Communication appeared first on Sales & Marketing Management.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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“Woe Are We,” And Other Hand Wringing Experiences

Partners in Excellence

Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations. The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?

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How to Negotiate Pricing With Today’s B2B Buyers


It’s common for sellers to have to negotiate pricing. SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. Price objections have long been a challenge. But selling to today’s cost-conscious buyers requires a more focused approach. In today’s environment, sellers are more informed than they’ve been in the past.

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Maximize Your Trade Show Success And Business Growth

Smooth Sale

Photo by SNCR_Group Attract the Right Job Or Clientele: Maximize Your Trade Show Success And Business Growth Trade shows are vital to the business landscape, offering unparalleled opportunities for networking, learning, and showcasing innovations. Whether you are a seasoned exhibitor or a first-time attendee, constructive preparation can maximize your experience and achieve your objectives.

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A Guide to Running a Successful Discovery Meeting


Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Understanding your potential customers’ pain points and identifying their needs will help you figure out how your product or service can best solve their problems.

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How Salesloft keeps OpenText’s Inside Sales team focused


The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. We met up with him recently at Saleslove on Tour in London to get his take on the top issues his revenue team faced before implementing our revenue workflow platform , as well as learning what was ultimately the tipping point for why OpenText adopted Salesloft.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Why Market Leadership Starts With Product Management

Product Management University

There are a million and one things that go into creating a market leading company. But products are the nucleus, and that means market leadership starts with product management. There are the obvious things product management does. Everyone knows what they are, so there’s no need to rehash them. A simple ChatGPT inquiry will give you everything you need.

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Small Business Mastery: Turning Challenges into Opportunities


Chatting with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM, alongside John Nieuwenburg , a seasoned business coach since 2004, I ventured into the world of small businesses. Our dialogue uncovered the real struggles and bright spots for small enterprises today. Time, team, and cash: the big three challenges small businesses can’t seem to shake.

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Videos on Popular Social Media Sites are Invaluable for B2B Marketers


If your B2B client’s target audience includes technical buyers, they may be focusing on the wrong types of ads. According to a report from TREW Marketing and GlobalSpec, your client should be focusing more on popular social media sites. Here’s what you need to know. Videos on Popular Social Media Sites are Invaluable for B2B Marketers Technical Buyers Rely on Social Media Work According to the report, technical buyers aren’t just performing Google searches when looking for work-related informati

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“Why I’m So Interested In Selling,” Shari Levitin

Partners in Excellence

Preface : Shari Levitin is one of the most well know thought leaders and speakers in sales and marketing. Shari and I first met at a meeting of “sales thought leaders.” While all of us are fairly high energy people, Shari brought an energy level and passion beyond all of us–causing us to raise the level of our discussion. One can’t help getting energized, excited, and driven when Shari is part of the discussion.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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10 Best Sales Prospecting Tools for B2B Sales Leaders

Sales Hacker

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. But let’s be real – with the myriad of options out there, finding and adopting the right prospecting toolkit can feel like valuable time spent away from the act of prospecting itself.

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Best Sellers In History - "Mary Kay Ash" | Donald Kelly - 1781

Sales Evangelist

Today, we're going into the archive and bringing out an episode from the best sellers in history series. Let’s talk about Mary Kay Ash and how she built her empire from the strong skill sets she developed as a salesperson. Sales Spotlight - Mary Kay Ash Mary Kay Ash is world-renowned for being the makeup and skincare queen. Her pink Cadillac has become iconic.

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Virtual Assistant Lead Generation: How to Quickly Get New Clients for Your VA Agency


In today’s fast-paced business world, entrepreneurs and busy professionals are constantly looking for ways to boost efficiency and streamline operations. That’s where virtual assistant (VA) agencies come in. These agencies offer a pool of skilled and experienced remote professionals who can handle a wide range of tasks, from administrative and technical to creative.